- Work with trade marketing team to develop and implement sales strategies and achieve sales goals
- Strong business insight skills, including integrating digital tools and platforms with traditional touchpoints across channels, and interpreting and translating online and offline customer behaviors into strategic activities
- Manage budget, operating costs and partner investments for key account related activities.
- Key Deliverables: Sales, Offtake, Trade Spend & Investment Effectiveness and Efficiency, Customer fundamental across in-store enablers & Forecast accuracy.
- Track and analyze the effectiveness and ROI of each initiative.
- Work with trade marketing and brand marketing teams to develop client-specific business building plans and oversee execution of the annual client marketing calendar.
- Align customer and brand strategies/goals to identify key business opportunities. Ensure sales plans are integrated into the annual comprehensive business planning process as well as retail joint business planning.
- Identify opportunities for Abbott and its Customers based on a strong understanding of their strategies and shoppers.
- Develop in-depth understanding and relationships with customer stakeholders and C-suite decision-makers to develop strategies and concise engagement plans for customer programs that deliver added value to customers and Abbott
- Discuss marketing plans, specific initiatives, shopper insights, latest research and best practices with customer and trade marketing team to gain their input, support and engagement.
- Driving growth and trade market share across the region in an increasingly complex and fast changing market
- Compartmentalization of data (i.e., critical data existing in different places/sources) needed to inform strategy and optimize ROI
- Balancing adaptability with driving results(ie customer relationship and payment collect, sales & inventory), making decisions in an environment of ambiguity and evolving information, while thinking strategically about execution
- Securing appropriate, reliable trade sales analytics (especially for difficult-to-measure activities, and due to non-compliance) and integrating insights from multiple platforms (not originally designed together)
- Maintaining the balance between the increasing demand to drive sales growth (Business prospective) and customers satisfaction during market challenges (Customer prospective)Leading and influencing within a large matrix organization, identifying and accessing the right stakeholders to solve issues and drive performance through continuous transformation
- High customer-orientation and strong relationship-building skills
- A tendency to "own the business", holding themselves and their teams accountable for the quality of execution
- Strong business insight skills, including integrating digital tools and platforms with traditional touchpoints across channels, and interpreting and translating online and offline customer behaviors into strategic activities
- Ability to make new connections between data and insights, and to make these ideas understandable and actionable to others
- Ability to translate key account strategy into financial outcomes, KPIs, and coordinated activities across the account team
- Establish the measurement mentality and develop KPIs to validate and track all activities
- Working collaboratively with cross-functional partners (Marketing, Analytics, Supply) to optimize performance
- Requires a bachelor's degree and more than 5 years of experience in Modern Trade channel head office business in the FMCG or CPG industry
- Working knowledge of Modern Trade business model (from demand generation to distribution) is required
- Knowledge of Retail Sales, Brand Management or Shopper Marketing
- An understanding of Consumer/Shopper, using analytical skills and insights
- Strong communication & negotiation skill
- Good planning, influencing, and execution abilities.
- Strong analytical, problem solving and project management skills
Key Account Manager - New Taipei City, 中国 - Abbott Laboratories
描述
ROLE DESCRIPTION
Business Management : 40-50%
Customer Management : 30-35%
People Management : 20-30%
Responsible for Key account to drive continued growth by focusing on core strategies and cultivating business partnerships. This role requires working with the Marketing and Trade Marketing departments on investment planning and resource preparation as well as supply chain on-demand planning to develop a comprehensive joint business plan with key account.
BUSINESS OUTCOMES
Increased distribution and sales of Abbott products, and increased market share in brand or product
Consistent in-store merchandizing and optimal stock levels
Strong stock rotations and SKU availability
Continuous improvement through innovative, channel activities to access and influence retailer and consumer brand behaviors
Predictive customer insights that enable the anticipation of trade trends, and influence overall modern trade strategy and plan
Strong relationships with influential regional stakeholders at the wholesaler, distributor, and retailer on executive levels
KEY RESPONSIBILITIES & ACTIVITIES
Drive key account's revenue and profitability
Define and drive each brand's sales strategy at key account
Stakeholder Relationship Management
Ensure compliance with the law and Abbott's Code of Business Conduct and serve as a role model for all employees by demonstrating full support for Abbott-related programs
KEY BUSINESS CHALLENGES
KEY SUCCESS FACTORS
QUALIFICATIONS